Description
DIRECTOR OF SALES
The Director of Sales is the Leader of a specific Pinstripes location; helps motivate, mentor, and develop their team to reach their highest potential in event and catering sales.
Event & Catering Sales Growth
Sales Strategy
- Owns the Quarterly Event and Catering Sales Strategy set by Company Leadership
- Effectively communicate the strategy progress and results to Leadership
Business
- Drive new business
- Build return business
- Distribute incoming event and catering leads to appropriate team members
- Motivate and encourage team to refer event/catering business
- Be Creative in Selling when it is Beneficial for the Venue
- Educate team on conversion and develop team members to reach and maintain conversion of 69% or higher
Event & Catering Packages and Options
- Understand all Event & Catering Packages and Options
- Exhibit the ability to Sell these Packages and Options
Marketing & Promotions
- Utilizes the Marketing Tools to gain leads
- Utilizes current promotions to close business
- Be Creative in bringing new marketing ideas
- Add input on monthly local Store Marketing calls
Team Market Focus
- Understand competitors and how to win against them
- Stay on top of market trends
- Stay connected with community and top decision makers in market
- Ability to perform through Market Research
Guest Engagement
- Manage the team to maintain a guest-centered focus
- Positively interact with guests to create repeat business
- Fully solve negative guest experiences
- Be involved with VIP guests as necessary
Relationship with Venue Leaders
- Work seamlessly with General Manager and Executive Chef
Reporting
- Ensure that Sales Reporting is accurate, and understand individual and team sales numbers
- Be in Tune with Sales Budgets for the Fiscal Year
- Understand the key KPI reports
Coaching & Team Development
Team Growth
- Understand sales team’s goals and career path
- Understand sales team’s strengths and areas of opportunity
- Perform sales team one on one conversations
- Perform sales team personal evaluations
- Own the continued education training program
Sales Manager and Catering Sales Manager Training Program
- Own the initial sales team training program and hold team accountable to their potential
- Assist with onboarding new sales team members
- Assist with recruiting process when needed
Uphold Systems & SOPs
Selling Packages and Space
- Ensure that Explanations and Descriptions are accurate
- Ensure that the Sales Team is Maximizing the Space
Obtaining BEO Details within Appropriate Time Frame
- Ensure that BEOs are detailed by their deadline
BEO Details with Correct Execution Information
- Ensure BEOs make sense operationally
- Apply room capacities, floor plans, etc.
BEO Details with Correct Financial Information
- Apply room minimums, financial charges, etc.
- Maintain Direct Billing clients, and ensure timely payment
Execution of the “Pass Off”
- Ensure that all events are greeted by a member of the sales team
- Ensure all guest concerns are fully addressed
FOH & BOH Execution of SOPs
- Check room set ups, food presentation, service timing
Balancing Event Financials
- Ensure that your assigned event financials are correctly balanced
Requirements
- Previous High-Volume Sales Experience (5+ Years) preferably in hospitality, restaurant, and/or entertainment venue
- Previous Director Level Experience (2+ Years)
- Ability to motivate others
- Ability to create a positive culture
- Demonstrates deep knowledge of the location market
- Capable of managing multiple projects simultaneously while remaining calm under pressure
- Extremely Organized and Efficient
- Flexible in approach, can readily adopt to business and team needs and changes
- Excellent Computer Skills (Microsoft Word, Excel, Gmail)
- Previous CRM usage preferred
- Excellent Communication and Leadership Skills
Benefits
- Competitive Base Salary + Commission Structure
- Bonus Program
- Stocks in a Growing Company
- 401K Program
- Health Insurance Options
- Personal Time Off
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